nine power or influence tactics

8/19/2019 Nine Power or Influence Tactics

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Chapter # 1 Exam Notes Page 1

Chapter #13: Power and Politics

1. Explain the role of dependence in power relationships (Power Tactics)

Exam Q: What are nine power or influence tactics? List and Explain.

Exam Q: What are nine power or influence tactics the manager’s use for

control? Explain.

Exam Q: How do the managers control employee’s behavior through

power or influence tactics? Explain (Three Times).

• Power tactics are ways in which individuals translate power bases into

specific actions.

• Nine different tactics are:

I. Legitimacy

II.

Rational persuasion

III. Inspirational appeals

IV.

ConsultationV. Exchange

VI.

Personal appeals

VII. Ingratiation

VIII.

Pressure

IX. Coalitions

I. Legitimacy

•

Legitimacy is relying on authority position or saying a request accords withorganizational policies or rules.

• Making legitimate requests is an effective influence tactic because most

workers are willing to comply with regulations.

II.

Rational persuasion

• Rational persuasion is presenting logical arguments and factual evidence to

demonstrate a request is reasonable.

• Manager does require assertiveness and research to make this an effective

tactic

III. Inspirational appeals

• Inspirational appeals are developing emotional commitment by appealing

to a target’s values, needs, hopes, and aspirations.

• Such an appeal is reinforced by an emotional display.


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IV. Consultation

• Consultation is increasing the target’s support by involving in deciding how

will accomplish the plan.

• The influence target becomes more motivated to follow the manager’s

request because the group members are involved in the decision making

process.

V.

Exchange

• Exchange is rewarding the target with benefits or favors in exchange for

following a request.

• Manager strikes a bargain through an exchange of favor to group members

to achieve the goal.

VI. Personal appeals

• Personal appeals are asking for compliance based on friendship or loyalty.

VII. Ingratiation

• Ingratiation is using flattery, praise, or friendly behavior prior to making a

request.

VIII. Pressure

• Pressure is using warnings, repeated demands, and threats for following a

request.

IX.

Coalitions• Coalitions are enlisting the aid or support of others to persuade the target

to agree.

• Coalition formation works as an influence tactic because there is power in

numbers.

• Some tactics are more effective than others.

• Rational persuasion, inspirational appeals, and consultation tend to be the

most effective, especially when the audience is highly interested in the

outcomes of a decision process.

• Pressure tends to backfire and is typically the least effective of the nine

tactics


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Preferred Power Tactics by Influence Direction

• Depending on the direction of the influence that is desired, different tactics

will be more effective as shown in the following table:

• Effective tactics in a upward direction is Rational Persuasion.

• Effective tactics in a downward direction (toward a lower-ranking person)

are Inspirational appeal, Ingratiation and Pressure.• Effective tactics in a lateral direction are Personal appeal, Exchange and

Legitimating

Factors Influencing the Choice and Effectiveness of Power Tactics

• Sequencing of tactics: Softer to harder tactics work best.

• Skillful use of a tactic:

• Relative power of the tactic user: Some tactics work better when applied

downward or upward.• The type of request attaching to the tactic: Is the request legitimate?

• How the request is perceived: Is the request consistent with the target’s

values?

• The culture of the organization: Culture affects user’s choice of tactic.

• Country-specific cultural factors: Local values favor certain tactics over

others.

Upward Influence Downward Influence Lateral Influence

Rational persuasion Rational persuasion Rational persuasion

Legitimacy Legitimacy

Inspirational appeals Personal appeals

Consultation Consultation

Exchange Exchange

Ingratiation Ingratiation

Pressure Coalitions

nine power or influence tactics

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